WEBVTT 1 00:00:00.000 --> 00:00:04.440 So we're going to get wild today on this special edition 100 million on leads 2 00:00:04.440 --> 00:00:09.960 audiobook podcast collaboration fo free we're talking about core four on steroids 3 00:00:09.960 --> 00:00:13.440 we concluded the core four which is the only four ways that anyone person can 4 00:00:13.440 --> 00:00:16.600 let another person know about their stuff today we talk about more better 5 00:00:16.600 --> 00:00:20.520 new which are the three ways that you can do it and do more of it in a way to 6 00:00:20.520 --> 00:00:23.640 make more monies all right so I hope you enjoy this one it's going to be a 7 00:00:23.640 --> 00:00:31.260 heater and packed core four on steroids more better new if at first you don't 8 00:00:31.260 --> 00:00:36.700 succeed use force a surveyed the 50 or so faces of the group all entrepreneurs 9 00:00:36.700 --> 00:00:39.340 looking to scale their businesses each hungry for the missing link that would 10 00:00:39.340 --> 00:00:42.180 flood them with engaged leads after finishing a presentation on lead 11 00:00:42.180 --> 00:00:46.100 generation I opened up the floor for Q&A the first business owner time 12 00:00:46.100 --> 00:00:49.280 then I feel like I've saturated the market I don't think we can get any bigger 13 00:00:49.280 --> 00:00:53.140 in the car practice than we already are what's your revenue I asked two 14 00:00:53.140 --> 00:00:57.080 million a year and how much you spend in advertising about 30 grand a month on 15 00:00:57.080 --> 00:01:02.000 Facebook what's your conversion rate from click to close I don't know so you 16 00:01:02.000 --> 00:01:07.000 don't track overall throughput I guess not okay what other platforms do 17 00:01:07.000 --> 00:01:11.720 advertise on none how much content do you make for car practice none how much 18 00:01:11.720 --> 00:01:16.420 code average do you do none and the 30k you spend on one platform for a two 19 00:01:16.420 --> 00:01:19.520 million dollar business saturated the 15.1 billion dollar car practice 20 00:01:19.520 --> 00:01:23.280 industry does that sound reasonable a second business owner chimed in before 21 00:01:23.280 --> 00:01:26.280 we could answer if it helps I'm in the car practice and it's two and I spent 22 00:01:26.280 --> 00:01:29.360 30,000 in advertising across four platforms last week do you still feel like 23 00:01:29.360 --> 00:01:33.360 you saturated your niche I asked you got the point I have this conversation 24 00:01:33.360 --> 00:01:36.120 daily with entrepreneurs looking to grow typically they figured out how to get 25 00:01:36.120 --> 00:01:38.720 enough customers from one platform to get them to one to three million dollars 26 00:01:38.720 --> 00:01:41.520 per year it's still not completely predictable and they have their ups and 27 00:01:41.520 --> 00:01:44.520 downs but they have the gist of what they need to do and I've seen some success 28 00:01:44.520 --> 00:01:47.320 so it's at this point that they hit a wall because they think they can't make 29 00:01:47.320 --> 00:01:51.040 more money they assume they've tapped the market I kid you not I had a 30 00:01:51.040 --> 00:01:53.280 conversation with a different entrepreneur making three million per year in 31 00:01:53.280 --> 00:01:56.480 the weight loss space he was worried increasing his ad spend past 40,000 a month 32 00:01:56.480 --> 00:02:00.480 would saturate his ad platform for context that platform has over one billion 33 00:02:00.480 --> 00:02:04.480 active daily users and he was selling weight loss in America a 60 billion dollar 34 00:02:04.480 --> 00:02:08.920 industry silly there are more leads out there than you can possibly imagine I've 35 00:02:08.920 --> 00:02:11.720 used a framework to unlock those leads over and over again and now you can use it 36 00:02:12.280 --> 00:02:17.640 how to get even more leads more better new first you reach out to people who 37 00:02:17.640 --> 00:02:21.760 know you then you start making free content then you start reaching out to 38 00:02:21.760 --> 00:02:25.040 people who don't know you then you start running paid ads this is how you do 39 00:02:25.040 --> 00:02:27.960 the core for to get engaged leads and there's really nothing else the single 40 00:02:27.960 --> 00:02:31.320 person can do on their own to get them but what if you're doing the core for 41 00:02:31.320 --> 00:02:35.000 and still not getting as many gauge leads as you want well worry not there are 42 00:02:35.000 --> 00:02:38.280 two ways to boost any of the core for to get more engaged leads on your own I 43 00:02:38.280 --> 00:02:41.360 use these every time I want to increase engaged lead flow in a portfolio 44 00:02:41.360 --> 00:02:46.320 company they're easy to remember more better new simply stated you can do more 45 00:02:46.320 --> 00:02:48.880 what you're currently doing you can do what you're currently doing better and 46 00:02:48.880 --> 00:02:52.800 you can do it somewhere new and just like the story in the beginning with the 47 00:02:52.800 --> 00:02:56.200 agency owner that's exactly what I was asking him could you advertise more could 48 00:02:56.200 --> 00:02:59.320 you advertise better could you advertise somewhere new so let's start with the 49 00:02:59.320 --> 00:03:04.200 one I actually do first more you've done some advertising by now and you know 50 00:03:04.200 --> 00:03:07.760 the advertising that you do works to some degree so the next obvious thing you 51 00:03:07.760 --> 00:03:12.080 can do to get more engage leads is more a lot more crank up the volume to max 52 00:03:12.080 --> 00:03:15.880 capacity even with no improvements at all if you double your inputs you'll get 53 00:03:15.880 --> 00:03:19.400 more engage leads make twice the reach outs post twice the content run twice the 54 00:03:19.400 --> 00:03:23.400 ads double the ad spend etc you won't regret it unless of course you hate money 55 00:03:23.400 --> 00:03:26.800 so while we'll always focus on testing to make ourselves better which will get 56 00:03:26.800 --> 00:03:31.040 to in a moment the biggest increases often come from advertising more here's 57 00:03:31.040 --> 00:03:35.360 how I do more the rule of 100 the rule of 100 is simple you advertise your 58 00:03:35.360 --> 00:03:38.680 stuff by doing a hundred primary actions every day for 100 days in a row that's 59 00:03:38.680 --> 00:03:43.680 it I don't make many promises but this is one if you do 100 primary actions per 60 00:03:43.680 --> 00:03:46.640 day and you do it for a hundred days straight you will get more engage leads 61 00:03:46.640 --> 00:03:50.520 commit to the rule 100 and you will never go hungry again here's what it looks 62 00:03:50.520 --> 00:03:54.200 like apply to each of the core four warm reach outs 100 reach outs per day 63 00:03:54.200 --> 00:04:00.360 example primary actions email tax direct message calls etc post content 100 64 00:04:00.360 --> 00:04:04.880 minutes per day making content release at least one per day on a platform as you 65 00:04:04.880 --> 00:04:08.800 get better post even more example primary actions short and long videos or 66 00:04:08.800 --> 00:04:13.040 articles podcasts infographics etc cold reach outs 100 reach outs per day 67 00:04:13.040 --> 00:04:18.280 example primary actions email tax direct message cold call flyers etc as with 68 00:04:18.280 --> 00:04:22.720 all cold advertising expect lower response rates so use automation paid ads 69 00:04:22.720 --> 00:04:28.160 100 minutes per day making paid ads example primary actions direct response 70 00:04:28.160 --> 00:04:33.840 media ads direct mail seminar podcast spots etc 100 day straight of running 71 00:04:33.840 --> 00:04:36.880 those paid ads use the daily budget we calculated together in the paid ads 72 00:04:36.880 --> 00:04:42.160 chapter aim for client finance acquisition pro tip more ads means better ads 73 00:04:42.160 --> 00:04:46.280 means more leads Facebook reviewed the accounts of all advertisers on their 74 00:04:46.280 --> 00:04:50.600 platform they found something curious the top point 1% of advertisers split 75 00:04:50.600 --> 00:04:55.320 test 11 more times creative than everyone else oftentimes it's not that you 76 00:04:55.320 --> 00:04:58.680 can't scale and add profitably you just can't scale a mediocre ad 77 00:04:58.680 --> 00:05:02.160 profitably and the only way to find the exceptional ads is to make 11 times 78 00:05:02.160 --> 00:05:06.840 more of them success leaves clues do what the point 1% do to get what the 79 00:05:06.840 --> 00:05:11.200 point 1% get getting better gets you more leads for the same effort we want 80 00:05:11.200 --> 00:05:15.280 that and you can only get better by doing one thing testing so you do more and 81 00:05:15.280 --> 00:05:19.920 more until it breaks then you make it better in other words if you do more for 82 00:05:19.920 --> 00:05:23.360 long enough your cat will eventually get too high to sustain so you make a 83 00:05:23.360 --> 00:05:27.000 tweak and see if it improves if it does keep doing it if it doesn't toss it 84 00:05:27.000 --> 00:05:31.560 out thousands of these tiny tests separate the winners from the beginners every 85 00:05:31.560 --> 00:05:34.920 action elite takes before they become a customer is a potential dropoff point 86 00:05:34.920 --> 00:05:39.480 so I do the most testing at whatever step the most leads drop off I call these 87 00:05:39.480 --> 00:05:42.400 constraints constraints are the points with the smallest improvement create the 88 00:05:42.400 --> 00:05:46.160 biggest boost in results that's why they're so important we get the biggest 89 00:05:46.160 --> 00:05:50.280 bang for our buck for example if you have three steps in your process let's say 90 00:05:50.280 --> 00:05:55.920 30% opt-in aka give you their contact information 5% apply and then 50% 91 00:05:55.920 --> 00:06:00.080 schedule but let's ignore the obvious constraint for a moment imagine we 92 00:06:00.080 --> 00:06:07.880 improve each step by 5% itself so 30% becomes 35% which is a 16% increase 5 93 00:06:07.880 --> 00:06:14.960 percent becomes 10% which is a 100% increase 5% becomes 55% in scheduling 94 00:06:14.960 --> 00:06:19.640 which is a 10% increase in leads we get wildly different results improving 95 00:06:19.640 --> 00:06:24.560 the constraint also comes out the clear winner so focus on the constraint which 96 00:06:24.560 --> 00:06:29.120 was obviously in our example the 5 going to 10 because it's a 2x increase in 97 00:06:29.120 --> 00:06:33.280 leads and again if you're not sure which step is the biggest constraint find 98 00:06:33.280 --> 00:06:36.480 the step where the most leads drop off you'll get the biggest reward for the 99 00:06:36.480 --> 00:06:41.040 smallest improvement here's how I get better I test one thing per week per 100 00:06:41.040 --> 00:06:45.400 platform and I do it for four big reasons one if you test multiple things at a 101 00:06:45.400 --> 00:06:49.600 time on one platform you'll never really learn what worked two steps affect 102 00:06:49.600 --> 00:06:53.040 each other a single change can affect resulted other steps for example if you 103 00:06:53.040 --> 00:06:57.120 change step one and more people opt-in but fewer people apply no bueno but you 104 00:06:57.120 --> 00:07:00.360 wouldn't know if you change both steps if you make one change you can see 105 00:07:00.360 --> 00:07:02.960 what happened if you make a bunch of changes good luck trying to figure out 106 00:07:02.960 --> 00:07:07.440 what worked or didn't three it forces you to prioritize what will get you the 107 00:07:07.440 --> 00:07:11.520 most engaged leads you can do an infinite amount of tests but time is limited 108 00:07:11.520 --> 00:07:16.200 so you must choose your test wisely for example if you only do one big test per 109 00:07:16.200 --> 00:07:20.360 week per platform don't waste it on a color change from red to bright red 110 00:07:20.360 --> 00:07:25.520 four maybe the most important you run the test for long enough to see if you 111 00:07:25.520 --> 00:07:29.280 actually get an improvement to short and you won't get enough data too long 112 00:07:29.280 --> 00:07:32.280 and you waste time you could have spent improving the next constraint with the 113 00:07:32.280 --> 00:07:35.360 size of my team and the amount of money I spent on advertising one week is 114 00:07:35.360 --> 00:07:39.200 typically long enough for me in every company I own I set up a testing schedule 115 00:07:39.200 --> 00:07:45.920 every Monday we run one split test per platform we give it a week and then the 116 00:07:45.920 --> 00:07:49.400 next Monday we do three things one we look at the results and pick the winners 117 00:07:49.400 --> 00:07:54.560 for each platform test two important we write down the results of the test in 118 00:07:54.560 --> 00:07:58.040 a log of all tests so the next time we do something we start a zillion 119 00:07:58.040 --> 00:08:02.560 improvements later not at square one three we come up with our next test to 120 00:08:02.560 --> 00:08:05.920 beat the current best version if we can't beat the version we're currently 121 00:08:05.920 --> 00:08:10.640 running in four tries or one month we move on to the next constraint you 122 00:08:10.640 --> 00:08:13.680 continue to allocate effort to make things better but at a certain point the 123 00:08:13.680 --> 00:08:17.000 effort you put into making things better brings lower and lower returns at 124 00:08:17.000 --> 00:08:19.960 some point it makes more sense to invest your effort into something that will 125 00:08:19.960 --> 00:08:24.120 bring higher returns only at this point do we try something new pro tip 126 00:08:24.120 --> 00:08:29.040 front to back most times in general the lowest percentage steps usually 127 00:08:29.040 --> 00:08:32.280 happen at the front and the higher percentage steps happen at the back as in 128 00:08:32.280 --> 00:08:35.040 one percent of people may click an ad then thirty percent will give you their 129 00:08:35.040 --> 00:08:38.680 contact information this is why most times you'll end up focusing on the 130 00:08:38.680 --> 00:08:41.480 front more than the back and that's fine those steps are usually the 131 00:08:41.480 --> 00:08:44.800 constraint they have the largest return for the smallest improvements the call 132 00:08:44.800 --> 00:08:47.960 out the value elements the offer the CTA the landing page the headline the 133 00:08:47.960 --> 00:08:51.480 sub headline the image etc down the pathway you go in order what the lead will 134 00:08:51.480 --> 00:08:55.720 see and then do pro tip better more new when talking to businesses less than 135 00:08:55.720 --> 00:08:59.040 one million per year in profit I usually advise them to do more first they 136 00:08:59.040 --> 00:09:01.520 haven't done enough volume for percentage changes to make a big difference 137 00:09:01.520 --> 00:09:04.760 but once you cross a million in annual profit making things better can be the 138 00:09:04.760 --> 00:09:07.960 lowest cost highest return thing you do so once a business is big enough I 139 00:09:07.960 --> 00:09:13.000 flip the order from more better new to better more new so after you've 140 00:09:13.000 --> 00:09:15.520 improved your marketing efforts through more and better the only thing you 141 00:09:15.520 --> 00:09:19.360 have left is new places in new ways in simple terms new and if you think your 142 00:09:19.360 --> 00:09:22.360 business can't possibly get any bigger let me show you why it can then I'll 143 00:09:22.360 --> 00:09:27.360 show you how it can size of the pie fallacy understanding market size I have a 144 00:09:27.360 --> 00:09:31.280 visual that has three circles one that's a hundred percent filled out that 145 00:09:31.280 --> 00:09:35.440 just says me one that's fifty percent filled out that has a middle smiley face 146 00:09:35.440 --> 00:09:39.840 says me plus one competitor and then a circle that has only one quarter 147 00:09:39.840 --> 00:09:43.920 filled out which is me plus three competitors which is a very sad face most 148 00:09:43.920 --> 00:09:46.960 business owners only look at the platform and tiny community they market 149 00:09:46.960 --> 00:09:50.800 and usually there are only three or four big companies marketing in their 150 00:09:50.800 --> 00:09:54.880 niche so they assume those companies must split the entire market between them 151 00:09:54.880 --> 00:09:59.200 this is exactly what the entrepreneur and my interest story did think for a moment 152 00:09:59.200 --> 00:10:03.040 about how ridiculous this is I call this problem the size of the pie fallacy the 153 00:10:03.040 --> 00:10:07.880 market is in fact much bigger than most assume a small business uses one of the 154 00:10:07.880 --> 00:10:11.320 core four on one platform and one very specific way with a very targeted 155 00:10:11.320 --> 00:10:15.640 audience and in that same space advertising the same way there may be only a 156 00:10:15.640 --> 00:10:19.800 handful of other competitors they then mistakenly assume the tiny slice of 157 00:10:19.800 --> 00:10:22.960 the universe they advertise to is the entire available market this is why most 158 00:10:22.960 --> 00:10:26.240 businesses stay small when they plateau they think there's no more leads to 159 00:10:26.240 --> 00:10:30.000 get they believe they got as big as they possibly can because for many saying 160 00:10:30.000 --> 00:10:32.960 I'm as big as I can get is much easier than saying I'm not as good at 161 00:10:32.960 --> 00:10:36.320 advertising as I thought this false argument keeps entrepreneurs everywhere 162 00:10:36.320 --> 00:10:40.720 poorer than they should be when to do new when the returns you get from doing 163 00:10:40.720 --> 00:10:44.320 more better are lower than what you could do from a new placement or new way 164 00:10:44.320 --> 00:10:47.640 of advertising there are many other slices of attention and potential leads 165 00:10:47.640 --> 00:10:52.520 sitting just inside the tiny universe of post content they could add new 166 00:10:52.520 --> 00:10:56.560 placements since many platforms have multiple places or forms of content for 167 00:10:56.560 --> 00:11:00.640 example on Instagram you can make stories message ads and posts on YouTube you 168 00:11:00.640 --> 00:11:05.320 can make shorts long community post etc or they get at a new platform they could 169 00:11:05.320 --> 00:11:07.880 go from Instagram messenger to Facebook messenger they go from YouTube 170 00:11:07.880 --> 00:11:12.920 shorts to Instagram shorts etc and once they've exhausted those they get 171 00:11:12.920 --> 00:11:17.200 at an entirely new core for activity and if you curious the order I pick my 172 00:11:17.200 --> 00:11:21.000 next new comes down to one thing what will get me the most leads for the least 173 00:11:21.000 --> 00:11:26.120 amount of work that is the rule and nine times at a 10 it goes like this new 174 00:11:26.120 --> 00:11:32.480 placements then new platforms then new core for bottom line no matter how you 175 00:11:32.480 --> 00:11:36.680 advertise you could do it in new ways different styles of content or new places 176 00:11:36.680 --> 00:11:41.560 think other platforms then finally do a new core for activity altogether and 177 00:11:41.560 --> 00:11:47.200 you guessed it each of them gets us what we want more leads now this is much 178 00:11:47.200 --> 00:11:51.280 harder in practice which is why we exhaust more better first but at a certain 179 00:11:51.280 --> 00:11:54.760 point you have to expand to new placements platforms and core for activities 180 00:11:54.760 --> 00:11:59.400 to get more people to know about your stuff action step exhaust more better 181 00:11:59.400 --> 00:12:04.080 first once you can't do any more any better meaning the returns are lower than 182 00:12:04.080 --> 00:12:08.200 putting the same effort into new platform then try new use this rough order 183 00:12:08.200 --> 00:12:13.960 new placement new platform new core for activity get it going measure how you 184 00:12:13.960 --> 00:12:19.160 do and scale up from there using more better then rinse and repeat more better 185 00:12:19.160 --> 00:12:22.760 new summary first you do way more of the advertising that works until it breaks 186 00:12:22.760 --> 00:12:26.520 then the next drop off point becomes obvious then you keep that level of 187 00:12:26.520 --> 00:12:30.520 advertising up while you go back fix the constraint and make it better so really 188 00:12:30.520 --> 00:12:33.920 better and more work with each other more than they were separately the first 189 00:12:33.920 --> 00:12:36.360 question I usually ask myself before we invest in a company that needs to get 190 00:12:36.360 --> 00:12:39.120 more customers is what's stopping them from doing 10 times what they're 191 00:12:39.120 --> 00:12:43.680 currently doing sometimes nothing so we just do more other times we need to 192 00:12:43.680 --> 00:12:46.920 make something better first so answer that question and you'll know it's a 193 00:12:46.920 --> 00:12:50.400 do next only once you've exhausted more better do the real returns come from 194 00:12:50.400 --> 00:12:55.000 doing new first go with new ad placements on a platform you know second go with 195 00:12:55.000 --> 00:12:59.800 placements you know on a new platform then once you get the hang of the new 196 00:12:59.800 --> 00:13:03.800 platform use new placements on it once you exhaust that you can add a new 197 00:13:03.800 --> 00:13:07.120 core for activity on top of what you currently do that gives you my simple real 198 00:13:07.120 --> 00:13:11.360 world way I put the core foreign steroids to get even more leads conclusion 199 00:13:11.360 --> 00:13:15.840 advertising is the process of making known it's what we do to let strangers 200 00:13:15.840 --> 00:13:19.340 know about the stuff we sell now we solve the stuff problem with your lead 201 00:13:19.340 --> 00:13:22.960 magnet or offer to get them to turn into engage leads you have to tell them 202 00:13:22.960 --> 00:13:26.480 about it so we spent this section going over the only four ways a single 203 00:13:26.480 --> 00:13:30.160 person can advertise let other people know about their stuff and to do it you 204 00:13:30.160 --> 00:13:33.960 treat either time money or both and when you do it you can advertise to people 205 00:13:33.960 --> 00:13:37.680 who know you warm we can advertise to strangers cold and you can advertise 206 00:13:37.680 --> 00:13:42.560 publicly content or ads or privately throughout reach as far as what to do 207 00:13:42.560 --> 00:13:47.120 when whenever I build a business I think about it this way after I do 208 00:13:47.120 --> 00:13:50.760 or outreach to get my pool of customers going if I have more time the money I 209 00:13:50.760 --> 00:13:54.160 moved to posting content if I have more money than time I go with cold 210 00:13:54.160 --> 00:13:58.080 outreach or running paid ads but remember you only need to do one to get 211 00:13:58.080 --> 00:14:04.280 engaged leads so just pick one then max it out do more do better do new and all 212 00:14:04.280 --> 00:14:07.800 the advertising methods compound together the money the systems and experience 213 00:14:07.800 --> 00:14:10.880 you earn from the prime method will help you master the next one a business 214 00:14:10.880 --> 00:14:13.760 that post free content and runs paid ads will get more out of their ads and 215 00:14:13.760 --> 00:14:16.880 their content than a business that only does one or the other a business that 216 00:14:16.880 --> 00:14:19.800 does code outreach and makes content will get more from their code outreach and 217 00:14:19.800 --> 00:14:23.480 work their warm leads better than one that does only one every combination of 218 00:14:23.480 --> 00:14:27.120 the core for advertising activities boost each other in some way and as a 219 00:14:27.120 --> 00:14:30.840 personal note I've done them all I built my first business off posting content 220 00:14:30.840 --> 00:14:34.440 and warm outreach I built my gyms off free content and paid ads I built gym 221 00:14:34.440 --> 00:14:37.840 launch off paid ads and code outreach I built prestige labs off affiliates 222 00:14:37.840 --> 00:14:41.840 which will cover in section four I built Alan off paid ads and affiliates also 223 00:14:41.840 --> 00:14:45.840 section four I built acquisition dot com off posting content there are many ways 224 00:14:45.840 --> 00:14:48.840 to get engaged leads if you master one you'll be able to feed yourself for 225 00:14:48.840 --> 00:14:54.000 the rest of your life they all work if you do next up if you follow the steps 226 00:14:54.000 --> 00:14:57.240 in this book you run out of hours in the day you won't be able to do any more 227 00:14:57.240 --> 00:15:01.440 any better let alone add anything new so you'll need help on your journey to the 228 00:15:01.440 --> 00:15:04.840 land of endless leads you'll need allies those allies coming for different 229 00:15:04.840 --> 00:15:07.800 flavors and since there are more of them than there are view they're the key 230 00:15:07.800 --> 00:15:13.080 to getting there so let's go get them free gift bonus training more better new 231 00:15:13.080 --> 00:15:17.560 this is one of my favorite topics around scaling businesses our portfolio 232 00:15:17.560 --> 00:15:21.640 CEOs cite this as one of the most impactful frameworks I've given them if you 233 00:15:21.640 --> 00:15:24.920 want to see a video version of me breaking this down you can find it here for 234 00:15:24.920 --> 00:15:30.000 free as always at acquisition dot com for slash training for slash leads as 235 00:15:30.000 --> 00:15:34.120 simple as what you just heard was that framework of more better new is exactly 236 00:15:34.120 --> 00:15:37.720 how I approach every average times a campaign in every single company which is 237 00:15:37.720 --> 00:15:42.160 can we do more can we do better and I go back and say why can't we do more why 238 00:15:42.160 --> 00:15:45.720 can't we do better before doing new but if you need to do new you might also 239 00:15:45.720 --> 00:15:49.040 know how to do it well and hopefully that give you a little bit of a taste of how 240 00:15:49.040 --> 00:15:53.240 to do that for your own business and if you enjoyed that and you think you 241 00:15:53.240 --> 00:15:55.920 could use that in your own business it means it probably be useful to 242 00:15:55.920 --> 00:15:59.520 somebody else and see if you take the two seconds hit the share button texted 243 00:15:59.520 --> 00:16:02.600 to a friend post it to your story it would mean the absolute words I mean 244 00:16:02.600 --> 00:16:05.200 because after all this whole thing I mean absolutely free rather than trying to 245 00:16:05.200 --> 00:16:10.240 monetize it up you enjoy and next we have section four which begins the lead 246 00:16:10.240 --> 00:16:14.480 getter section all right so I almost wrote this entire book to get to the lead 247 00:16:14.520 --> 00:16:18.960 getter section because today almost all the leads I get are from the next four 248 00:16:18.960 --> 00:16:22.280 ways that I introduced advertising but I had to explain the fundamentals which 249 00:16:22.280 --> 00:16:27.640 is the core four in order to explain the next four lead getters and this is I 250 00:16:27.640 --> 00:16:31.160 mean when I advertise this book I use predominantly the back half of the book 251 00:16:31.160 --> 00:16:35.240 to advertise the book I advertise using the first half just to show that I 252 00:16:35.240 --> 00:16:38.800 could do it and to demonstrate that it worked but where you go from 100 leads 253 00:16:38.800 --> 00:16:42.840 a day to 20,000 leads a day comes from leverage and that comes from the back 254 00:16:42.840 --> 00:16:46.240 half of the book and the beginning of that is next episode so you won't want to 255 00:16:46.240 --> 00:16:52.040 miss it. This has been one hundred million dollar leads written by Alex 256 00:16:52.040 --> 00:16:57.280 Ramose red by Alex Ramose copyright 2023 acquisition dot com audio 257 00:16:57.280 --> 00:17:02.880 production copyright 2023 acquisition dot com media